Sr Key Account Manager, Heme, North/East Germany

Job Description

The Senior Account Manager (KAM) will be part of a dynamic Haematology German commercial team and join the team in a very exciting time – product launch phase of Vertex’s new Hemoglobinopathy Gene Therapy. Responsible for finding, promoting and supporting patient referrals to Authorized Treatment Center and to validate the target referral accounts. 

This role will require a high degree of co-ordination and collaboration with internal colleagues and external stakeholders and willingness to be part of an entrepreneurial mission with broad cross functional activities and diverse expertise and roles internally and externally.

This goal will be achieved by the incumbent leading the development and execution of specific account level business plans at all referral centres; communicating disease and product knowledge to healthcare professional customers, ensuring that the burden of the diseases and the full long-term value of the product is fully understood by all relevant stakeholders. Driving innovation to ensure the best experience through the patient journey and building good networks between the referral centres and ATCs.

This is a field-based role and requires approximately 80% of travel; the rest of the time should be allocated for account planning/project management and the support of digital projects.

Key Responsibilities:

• Interacts with a variety of key stakeholders in assigned territory to educate, promote safe and effective use of Vertex's Hemoglobinopathy Gene Therapy to ensure that the benefits and long-term value of the medicine is fully understood.
• Works collaboratively and proactively with the cross functional team to achieve agreed business goals, including marketing, medical and other commercial field force teams.
• Supports the identification of patients and drives patient referrals to Authorised Treatment Centres for Vertex’s new Hemoglobinopathy Gene Therapy
• Drives best practice sharing and innovative projects with relevant stakeholders to ensure the best experience through the patient journey.
• Leads the development and execution of account level business plans that are insight driven and will deliver agreed annual business goals.
• Accountable for performance at the territory level and contributes to regional and national team performance.
• Stays current on the Hemoglobinopathy/Gene Therapy environment; maintains in-depth knowledge of disease, local drivers, treatment and referral pathways, key account profiles, influence patterns, reimbursement, and barriers to optimal care.
• Facilitates the coordination of internal and external resources to enhance patient care and ensures delivery of account plan targets.
• Generates and consolidates key insights across multiple HCPs stakeholders and patient stakeholders and makes strategic recommendations to advance performance against goals.
• Continuously evaluate and make recommendations to improve execution and marketing materials (print and digital).
• Feels comfortable to apply marketing mix / omni-channel materials to educate HCPs & provide patient support.
• Perform all company business in accordance with regulations and company policies and procedures.
• Demonstrate high ethical and professional standards with business contacts to maintain Vertex’s excellent reputation within the medical and pharmaceutical community.

Key Requirements:

• Uses selling skills and collaboration to drive referrals - not only use established selling skills, but also consider who, when and how to engage within the accounts. 
• Digital customer engagement affinity – to drive digital interactions to complement F2F interactions.
• Brings an adaptive mindset - being open to learning new things and trying new approaches and includes being resilient because achieving results may take time.  New approaches and personal change may be needed to overcome obstacles and will be required to help themselves and others to learn, embrace and adapt.
• Builds trusted partnerships proactively develop and broaden mutually beneficial relationships with different stakeholders within their network of Referral Centres and Authorised treatment centres (ATCs) for the purpose of referrals.
• Influences for Impact - exhibit a deep understanding of the inner working of their accounts and use this understanding to communicate, influence, and manage stakeholder relationships in a compliant and professional manner.
• Drives problem-Solving - inquisitive problem-solvers who work to fully understand the situation and decide how to address it. Manage day-to-day challenges and work in complex environments to figure out how best to support referring physicians, their Centres and support ATCs as a patient transition.
• Be a great team player – stakeholders in an ATCs are visited by various Vertex employees (CEL, AIS, MSL, R&D teams); be mindful of the situation and share insights and information in a compliant way.
• Significant years of sales experience in orphan drugs/rare indications, with a proven track record of delivering against sales and commercial targets.
• Strong experience working with office-based and hospital personnel in specialty care markets.
• Good understanding of Hematology, Hemoglobinopathies, cell and/or genetic therapy.
• Previous product launch experience.

Required Education Level

• Bachelor's or Master’s degree in relevant studies.

Other Requirements:

• Full German Driving license.
• Currently located or ability to relocate to an assigned territory.
• German and English language proficiency (fluent)- to complement customer interactions and co- create projects with the international headquarters, to maintain up to date on gene therapy/ scientific environment
• Good level of MS Outlook, Word, Excel, PowerPoint, Teams, Zoom.

Company Information